Ambal's Amusings

SEPTEMBER 9, 2010

White papers are powerful sources of lead generation. We asked our panel of white paper experts "What are the top 2 components of a white paper that is most effective to generate leads?" He is also the author of the White Paper Pundit blog. " Read on to get their insights.

Paper 100

Paper Lead Generation Enterprise Management Generation 100

Trade Press Services

MAY 6, 2024

Cristina Danila , global marketing manager of Backbase, agrees. Connecting with your prospects and clients in person is a main driver for sales and marketing, and events are still a top choice for this. A good rule of thumb is to begin outreach six weeks to a month before the event. Otherwise, focus on your own lists.

Trade Show 101

Trade Show Marketing Management Planning B2B Thought Leadership 101

markempa

AUGUST 30, 2011

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. Create an automated rule - on the first teleprospecting conversation send an email to the prospect moments after the call.

Sales Management 120

Sales Management Top of Funnel Ideal Customer Profiles Lead Scoring 120

Martech

NOVEMBER 24, 2021

The rules of the game are changing. Digital marketers must comply with laws protecting consumer data, regardless of whether those rules originate in Europe (GDPR) or California (CCPA). A brand can just go along with the rules. Allay the suspicions of that consumer and you may get their sale. Use, don’t abuse.

Top of Funnel 105

Top of Funnel Ad Building Privacy Opt-out 105

Envy

MARCH 4, 2021

These B2B lead nurturing nuggets will help you tweak your funnel for better results. When you find them apply the same tactics and rules to similar contacts who've just entered your lead nurturing funnel. Seek out funnel leaks and work to plug them. Add only the right leads in the funnel.

Lead Nurturing 109

Lead Nurturing Sales Management Lead Scoring Lead Ranking 109

BOP Design

JANUARY 7, 2022

No matter what the industry under the B2B umbrella, there are unique characteristics of the B2B marketing and sales process and this will be outlined below. B2B marketing is unique because it typically involves multiple decision-makers, a longer sales cycle, and higher-priced products or services (compared to B2C).

B2B Thought Leadership 117

B2B Thought Leadership Paid Search Agency B2B Thought Leadership 117

Marketing Insider Group

DECEMBER 4, 2019

SEO or Search Engine Optimization is a great way to attract more organic search traffic to your website for free so you can convert that traffic into leads into sales. The landing page is a key piece in the puzzle for both SEO and sales funnels. SEO only influences the rankings but does not control them. Add Social Proof.

Landing Pages 317

Landing Pages Conversion Top of Funnel Classified Ads 317

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Ideal Customer Profiles 99

Ideal Customer Profiles Enterprise Management Gartner B2B Sales 99

Full Circle Insights

OCTOBER 1, 2022

It’s generally a good idea for marketers to follow the 80/20 rule when creating a campaign mix, i.e., use tried-and-true campaign techniques that you know will drive leads 80% of the time and use experimental tactics for the remaining 20%. Measure campaign impact on velocity. Track progress against goals.

Account Based Marketing 52

Account Based Marketing ABM Sales Management Webinar Metrics 52

BenchmarkONE

FEBRUARY 13, 2020

One of the most critical aspects of a successful business is the alignment of sales and marketing. How is your marketing team expected to deliver quality leads to the sales team if they don’t know leads’ pain points? And how are they supposed to know leads’ pain points without insight from the sales team? . Use Smart Tools.

Top of Funnel 87

Top of Funnel Work Management Marketing Management Content 87

Customer Experience Matrix

MAY 27, 2009

In honor of the event, they sponsored a white paper by Yours Truly on the general topic of, um, why it’s important to make it easier for salespeople to review prospect behaviors that are captured by the demand generation system. There’s nothing new about demand generation systems making prospect behavior available to sales people.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

Ambal's Amusings

FEBRUARY 4, 2010

How do you concisely convey the information you want to present in your white paper? How long should a white paper be to convey information and yet hold readers interest from start to end? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Ideal Customer Profiles 60

Ideal Customer Profiles Enterprise Management Gartner B2B Sales 60

KoMarketing Associates

APRIL 7, 2021

Boosting their demand generation efforts, in other words, gave B2B marketers a way to counteract the weak performance that so many other marketing tactics suffered from in 2020. While the two tactics share a lot of similarities, they are not the same thing. White papers: 55% (compared to 60% in 2020).

Demand Generation Agencies 236

Demand Generation Agencies Demand Generation Demand Marketing Budget 236

Pam Didner

AUGUST 16, 2020

Daniel Benyo sent me a list of questions after listening to my presentation “New Rules of Marketing” in Hungary. It’s also important to build your sales network by hiring local sales reps or local channel partners. That’s on the sales front. Management buy-in is super-critical.

Content Marketing 118

Content Marketing Enterprise Management Work Management Resource Management 118

Vision Edge Marketing

MARCH 23, 2021

We’ve written numerous articles and white papers, and have dozens of videos on this topic: with best practices for how to: Define measures, metrics and KPIs. Measures and processes provide insights into performance and facilitate operational excellence. Sales produces new orders. and operational excellence.

Product 216

Product Paid Search Agency Advertising Agencies Press 216

Martech

MAY 8, 2023

Predictive analytics — used to predict user behavior based on large datasets of past behavior, as well as to predict the next-best-action (show her a relevant white paper, show him a red baseball cap, send an email) — has been AI-powered for a long time. I can write a hundred rules (algorithms) and train my website to execute them. “If

Marketing AI 105

Marketing AI Enterprise Management Work Management Marketing Management 105

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. What are the challenges that presents? (DC)

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

The Point

JANUARY 9, 2015

One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific. So, for example: “Click to download our free white paper”. What I like so much about this email, besides its brevity and the catchy subject line, is how easy the rep has made it to respond. And dialog.

Demand Generation Agencies 100

Demand Generation Agencies Copywriting Cold Calling Telemarketing 100

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Ideal Customer Profiles 52

Ideal Customer Profiles Enterprise Management Gartner B2B Sales 52

markempa

AUGUST 23, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. If youre involved in marketing to IT or financial buyers, you should consider using white papers or e-books.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

Martech

MARCH 22, 2023

Among the clients for whom we manage RFPs, we see more requests for technology platforms that help marketers execute and innovate faster. ” Dig deeper: Economic uncertainty means marketers will re-evaluate ad buys more frequently in 2023 A rule of thumb holds that marketers use only about 20% to 30% of what a tech platform offers.

Enterprise Management 95

Enterprise Management Marketing & Strategy Marketing Strategy RFP 95

markempa

OCTOBER 6, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. For many B2B marketing pros (especially those in technology), a time-tested tool is the white paper.

BtoB 120

BtoB Lead Generation Paper Generation 120

Vidyard

DECEMBER 12, 2013

While most marketers are aware of the incredible effect video can have as part of the marketing mix, I still see a lot of B2B brands create top-of-the-funnel explainer videos and call it a day. This is a huge mistake as a worthwhile video strategy doesn’t end at the top of the funnel if you’re trying to realize ROI.

Top of Funnel 56

Top of Funnel Marketing Funnels Video Marketing FAQ 56

Biznology

JANUARY 26, 2018

By “the diagram” I mean the one that’s probably on Slide 9 of the sales deck or Page 6 of a white paper. Diagrams of solution architectures, processes, even the vision behind a strategy, make a great starting point for developing a video.

Video Marketing 185

Video Marketing Business Storytelling Paper 185

NuSpark Consulting

JANUARY 3, 2017

To capture leads, obviously we need forms and lists so we can save contact information and begin a nurturing process appropriate to the prospect’s sales-funnel level. Gated, free downloads such as white papers and special reports are a great way to do that. Add a Subscribe Form. Relevance is the key!

Design 0

Design Top of Funnel Tips Leads 0

Contently

DECEMBER 3, 2019

Step 3: Marketing gives the contact info for those 20 people to the sales team. Step 4: Sales harasses the people who downloaded the e-book with passive-aggressive emails and cold calls even though all they did was download a piece of content. I call this THE MARKETING FUNNEL OF HELL. The other 20 fill out the form.

Top of Funnel 175

Top of Funnel Content Webinar Metrics Landing Pages 175

DiscoverOrg

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. You already know this.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

SmartBug Media

NOVEMBER 3, 2020

For marketers—especially those in B2B and/or who have a long sales cycle— campaign attribution is critical to understanding which channels are winners and which are dead weight. Without knowing which of your campaigns are driving sales, you don’t know which marketing channels you should be adding budget to or subtracting budget from.

Multi-Touch Attribution 105

Multi-Touch Attribution Lead Ranking Marketing Attribution Full Circle Insights 105

Sana Commerce

MARCH 4, 2022

It is customer-centric: whether customers prefer digital self-serve options, remote communication with sales reps or in-person interactions, an omnichannel approach enables customers to choose how they receive service. Online vs. in-person sales. For B2B companies, e-commerce is now the most effective sales channel.

Forrester 52

Forrester Barriers B2B Sales Work Management 52

Albacross

JANUARY 22, 2019

So, with such meager success rates, sales and marketing teams need to make the most out of their B2B SaaS leads—they need to capitalize every time they step up to the plate. InsideSales analyzed lead contact attempts during their Lead Response Management Study what they learned is very beneficial to sales and marketing teams.

Sales Qualified Leads 89

Sales Qualified Leads Work Management Lead Scoring Lead Ranking 89

Content4Demand

DECEMBER 6, 2018

This year’s Content Preferences Survey from Demand Gen Report found that over a 12-month period, buyers largely turned to long-form assets such as white papers (71%), analyst reports (69%) and E-books (68%) to research potential purchases. Webinars have been a tried-and-true tactic in most B2B marketers’ arsenals.

Sales Management 78

Sales Management Top of Funnel B2B Marketing Content Marketing 78

ClearVoice

DECEMBER 5, 2022

In their book Guerrilla Marketing Remix, Jay Conrad and Jeannie Levinson presented their fifty golden rules. This can include hiring writers for blog posts, social media posts, white papers, etc. Is your content meeting your goals, whether those are to get new subscribers and followers or to make sales?

Marketing Budget Creation 105

Marketing Budget Creation Planning Marketing Budget Paid Search Agency 105

markempa

AUGUST 11, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. I like people to opt-in to entering our sales stream. Our sales team is very busy. Do you agree with him? Why or Why not?

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

SnapApp

JULY 11, 2017

Contrary to the dystopian picture that might paint for sales and marketing teams, this is actually a good thing. In fact, 79% of sales reps surveyed noted a power shift over the last 2-3 years. Interestingly, 22% found that buyers today are actually more reliant on salespeople during their decision-making process. .

Buy 70

Buy Process B2B Peer-to-peer 70

DAGMAR Marketing

FEBRUARY 8, 2021

You can also test various data segmentation rules to test a new view idea such as removing existing client traffic if your website has a client portal. Start with your three most important goals; for example, product purchase, email lead form fill, white paper download. Primary Goals (sales or lead). Then you’re Done.

Marketing Analytics Tools 98

Marketing Analytics Tools Analytics Practices Google 98

The Point

MAY 16, 2018

No matter how much someone might hate their current product/solution/vendor, bringing in a replacement can be a painful process, particularly for anything involving technology. First rule of any competitive campaign? People don’t want to replace what they have (AKA Inertia beats Risk). People don’t want to be told they made a mistake.

Campaigns 191

Campaigns Tips Demand Generation Agencies Lead Ranking 191